Radio Broadcast (May 1928-Apr 1929)

APR -8 19.29 Data of Interest to Dealer -Servicemen NEW USES FOR POWER AMPLIFIERS By FRED H. CANFIELD RADIO dealer-servicemen — and everyone else in the business world, for that matter — are approached constantly by promoters and high-powered salesmen who offer — always very confidentially — some "wonderful" get-rich-quick scheme which must be acted upon immediately in order to derive the full benefits. These men have their hooks baited for the novice of the business world and to this class their arguments sound very convincing. On the other hand, the hard-boiled business man, recognizing instantly these men and their schemes, dismisses them from his office as soon as they are detected. Without listening to their story he knows the fallacy, for from experience he has found that earning money legitimately requires hard steady plugging. Also, he suspects (rightfully perhaps) that the salesmen themselves hope to get rich quick by selling him their ideas. The writer of this article has nothing to sell (except a manuscript now and then), and it does not bring an extra cent to his pocket if radio dealer-servicemen follow the suggestions presented in the following paragraphs. Therefore, inasmuch as there is no ulterior motive, it is advised that serious consideration be given the following plan which points to a way in which radio dealers and service organizations may increase their revenue. No guarantee is given that one's income may be doubled almost immediately, but the ambitious man, who is not afraid to work hard for his money, may find that it is a solution to his problem. Enough valuable space has now been taken by the introduction so the "meat" of the article will be attacked without delay. The first question which it is necessary for the dealer-serviceman to ask himself is, "From what sources do I derive the greater part of my income?" Secondly, he should debate over the question, " What other sources of revenue are available if I should decide to increase the scope of my business?" In most cases the answer to the first question is that the business includes the repair of radio receivers, custom set-building, and the sale of tubes, small replacement parts, and accessories. To these three items the dealer may also add the sale of complete receivers. In answering the second question many dealerservicemen have explained that they have found it difficult to make a business consisting exclusively of radio support a large firm ; the result has been that they were forced to enter other closely allied fields such as electrical contracting, sale of electrical appliances, sale of musical instruments, phonographs, etc. The writer advises another alternative for increasing revenue. The Solution THE installation of public and groupaddress systems is a branch of the radio business which has hardly been scratched commercially, although there is a big demand for specialists in this field. The work provides numerous opportunities for large profit to the serviceman who is willing to go out into the field and dig up prospects. It also has the added advantage of keeping the activities of the firm strictly within the radio field, which is highly desirable for several reasons. In considering this question a factor wnich should not be neglected is the good-will publicity which may be derived in publicaddress work. It must be remembered that One use of radio apparatus that has grown in striking fashion in the last year is the wide application of powerful audio amplifiers to all sorts of nonradio uses. In the installation and operation of these amplifiers, the local radio-trained man, whether he be dealer, independent serviceman, or whatnot, is best equipped to do the work. This article by Mr. Canfield, a member of the Radio Broadcast editorial staff, attempts to show the breadth of the field and how the real demand for public-address equipment can be turned to the profit of the individual. — The Editor. every public or group-address installation is heard by thousands of persons. Therefore, if good reproduction is provided by the apparatus, it cannot help but reflect credit on the firm which engineered its construction. For this reason it is logical to assume that the firm making the most successful large installations will lead also in the servicing field, providing newspaper advertising emphasizes the fact that such work receives the same careful consideration. Another factor in favor of public-address work is employment of the same staff of men in all branches of the business. With a little study a good serviceman may learn quickly how to build and install the large amplifiers which are required in this work, and this feature tends to increase the efficiency of the business. On the other hand, if the firm enters the electrical or musical field in order to increase its income, extra trained men are required. Public and group-address work should not be considered only as an extension to a regular radio business, as, in most cities, this line of work alone could be made to provide sufficient income for a good size firm. Although it is obviously impossible to build up as large a clientele as in the servicing field, the income derived from each customer per year is much greater, due to much higher cost of the apparatus and the need for more frequent inspections. These factors will be considered in greater detail later. It should also be pointed out that specialists in public and group-address work may develop other sources of revenue aside from installing and servicing. For example, many firms renting public-address systems for special occasions have found this a very profitable undertaking. Other radio dealers, after making an amplifier installation, provide an operator for the apparatus during the hours it is in use, and, where an operator is not needed, the amplifier is inspected at regular intervals rather than waiting for a service call. It is also possible, in many cases, for the serviceman to design and build the amplifier rather than install a manufactured outfit, thus providing additional work for the shop. Selling P. A. Amplifiers PROBABLY this question has already reached the reader's mind. " How can I sell public or group-address amplifiers?" It requires hard work in the field until the business is established; hanging a shingle outside your door stating that you are a " specialist in public and group-address amplification " will not help in most cases. However, even in a small town there are hundreds of potential purchasers who are just waiting for you to "sell" them the idea. In the following paragraphs a few of the various types of installations which have been made by dealer — Amplion Corp. of America A public-address amplifier is used to produce the hum of a dynamo in any desired volume in presenting the play Dynamo at the Martin Beck theatre, New York City. The rear view {left) shows the electrodynamic horn loud speaker inside the dynamo. The picture on the right shows a scene during the third act of the play 0 april, 1929 . . . page 367 •